Matt Ryder breaks down two types of sales objections: fear-based and logistical. He explains how to identify which one you're facing and what each requires to close the deal.
Hey guys, what's up? Matt here. Welcome to an episode of Just the Tip. What we're going to do today is talk about objections and why we get them and just some little, I guess, headspace stuff in order to make it easier for you to overcome objections. All right guys, so four main objections of time. When you think about a partner, okay, then there's a couple different categories. There's like two main categories of objection being fear and logistical. Logistical Objection is something that's genuine, like they're a partner objection where they genuinely cannot move forward when, without the go ahead from their partner. Okay, if they cannot do it now, we do something called an open wallet test, which is where like okay, this is like if you. Because essentially as part of the objection handling process we'll get them to tell us if they're, if, if their partner isn't on board, what are they going to do now? If they're going to move forward regardless, then I'll then go for the sale again, which is like, okay, well that now that logic train doesn't make any more sense. And now I can re ask for the sale if they then go, okay, so that's, now that's going to be going into a fear based objection because now the logic stops making sense. As soon as the logic stops making sense, then we go into a fear based objection. Fear based objections are fine. They're totally normal. Right. It's just somebody who's afraid to move forward. Now the reason why they're afraid to move forward is because they may have failed in the past. It's not doing them any favors by going like, okay, just go away and think about it. Because chances are like, let's say they're signing weight loss. That person fundamentally makes poor decisions around their health and fitness. So just by giving them more time to go away, think about it, all they're going to do is the exact same thing that they've always done, right? They're just going to default. Now isn't the right time. It's too expensive, it's too hard and they're just going to keep eating shit and they're going to die early. Okay, so that doesn't help anybody. Ask any doctor. People do not always act in their best interest. All we need to do is be able to identify those objections correctly. Handle logistical as a logistical. If it is a genuine logistical. If they cannot move forward, other partner. What I'll just do is I'll just work with them. Go, okay, so what do you think your partner is most apprehensive about what do you think we need to do in order to put you in a position where you and your partner are both happy and you know, like just reaffirmed that they're like, that they're interested, that they actually want to do it. This is it. Then I'll try and schedule a follow up call with the partner and I'll coach them how to get their partner off the line. That's all you can really do. But you don't want to bulk at the first one, right? You just don't want to do that because you want to make sure that you're dealing with the correct objection. Because if it is a fear objection, you have one shot at that. That's it. So the key to being really good at objection handling is to be able to correctly and strategically identify the difference between a logistical and a fear based objection. If you can do that right, then you'll have a good pipeline of people who are going to be closing on a regular basis through follow up because of genuine logistical objection. And you'll give yourself the best chance of being able to close the guys who are fear based objection. Because you have to try and close that deal on that call. Because if it's a fear based objection and you get off the call, all they're ever going to do is ghost you. All right guys, so really, really work on that point. Really work on the identification of logistical and fear and you'll be able to overcome more objections. All right guys, bye.
